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Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- Lu par : Keenan
- Durée : 5 h et 47 min
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Description
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.
For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid, such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change).
Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers.
Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter:
- Shorter sales cycles
- Increased revenue
- Elevated deal values
- Higher win rates
- Fewer no decisions
- More leads
- And happier buyers
Gap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.
Ce que les auditeurs disent de Gap Selling: Getting the Customer to Yes
Moyenne des évaluations utilisateurs. Seuls les utilisateurs ayant écouté le titre peuvent laisser une évaluation.Commentaires - Veuillez sélectionner les onglets ci-dessous pour changer la provenance des commentaires.
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Global
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Interprétation
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Histoire
- Igor
- 25/04/2021
concrete examples and direct talk
we feel along the book that Keenan wants to help salespeople to become better.
He gives a bit of theory but a lot more of practice and concrete examples.
He talks directly with avoiding the workaround that other authors use sometimes.
I re-listen regularly this book.
it's a sales bible
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Global
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Interprétation
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Histoire
- Js
- 08/02/2022
awesome
fantastic book! feeling strongly re energized thanks to the narrator and the content. I recommend to every sales guys
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